Partner Leader

Partner Leader

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Job Description:

   

Responsibilities:

• Serves as a trusted advisor and expert to the Partner (e.g. Value Added Reseller (VAR), Distributor, SI, ISV, Managed Service Provider) on where to play within emerging trends in Partner's ecosystem in alignment with HPE business priorities. Works with the Partner to create a mutually beneficial plan for the future.
• Drives end-to end HPE revenue, profitability, and pipeline by creating joint business plans and leading data-driven sales efforts with the Partner.
• Articulates both HPE global and local business strategies to effectively "sell with," "sell to," and "sell through" the Partner, creating a scalable selling ecosystem. Tailors solutions to influence the broader Partner ecosystem.
• Develops thorough knowledge of partner priorities, industry trends, IT landscape, IT investment strategy, HPE priorities, and HPE Technology and communicates value of the portfolios and solutions to better differentiate HPE from competitors.
• Demonstrates business and sales leadership by building mutually beneficial, executive-level relationships with one or many Partners to grow HPE market share.
• Coordinates and executes HPE activities with the Partner, leveraging HPE specialists when needed, including sales cadence, education, marketing, executive briefings, proactive forecasting, business planning, and client engagements. Drives HPE marketing strategy through the customer.
• Drives account mapping process with the Partner and HPE Sales teams to align field sales. Promotes increased value to HPE for pipeline and revenue/profit growth while leveraging the collective strength of the partner ecosystem.
• Leads and implements HPE strategy, programs, and systems with and on behalf of the Partner to assure accelerated financial outcomes and build partner loyalty to HPE. Influences Partner to drive increased number of sellers, Solution Architects, and other Partner resources to HPE portfolio.
• Tailors selling solutions to fit the needs of the partner's customer profile including HPE products, services and technology alliances to achieve assigned quota.
• May recruit and develop business relationships with new partners, working to increase partner commitment to HPE.
• May spend time monitoring Partner sales floor to help develop pipeline.
• Works to ensure that partners are aware of, and compliant with, HPE's SBC requirements for Partners, including applicable legal obligations.
• Establishes sales methodology for end-to-end sales process management, with clear roles and responsibilities in each stage of the sales process.
• Manages strategic and tactical sales planning at both segment and account levels, considering the intersection of technology, people and economics. Follows up to ensure consistent execution.
• Provides timely and accurate sales forecasts and outlooks for customer and market dynamics.
• Provides structured customer feedback, competitive assessments and won/lost deal analysis into category, R&D, strategy & planning and sales teams to promote learning.

Education and Experience:

• University or Bachelor’s degree preferred, or equivalent experience
• Typically 10+ years’ experience in sales, including success in achieving progressively higher quota and other sales goals.
• 5+ years’ experience managing high performing sales teams preferred
• Demonstrated excellence in project management.

Knowledge and Skills:

Strategic Leadership:

• Deploys Purpose and Vision: Understands HPE's vision and strategy. Aligns and translates them into the team’s vision, purpose, and clear goals.
• Strategic Thinking: Understands how to best deploy the business model, individual and team strengths to the most impactful opportunities or challenges. Understands various sales motions and their impact on P&L. Coaches and guides the direct and indirect team to consider each deal's impact to HPE's long term success. Leads the team to determine how HPE adds value to our customer and our customer's customers.
• Leads through Change: Anticipates and embraces business changes; directs and enables shifts within the team.
• Inspires the Team: Engages and energizes team members to achieve team goals and realize their individual potential.
• Builds Teams: Creates and supports a high performing team through attracting, hiring, developing, promoting, and retaining best in class talent. Plans resource allocation and aligns talent to opportunities, to maximize the effectiveness of the coverage model.
• Develops Talent: Coaches, mentors, and develops talent to maximize individual and team performance. Acts as an advisor helping teams navigate unusual deal situations while encouraging learning.
• Integrity: Wins the right way and displays high ethical standards in every action.

Customer Intimacy:

• Builds Long-Term Customer/Partner Relationships: Understands the customer's or partner's strategy and business needs and positions HPE as a partner invested in the customer's/channel partner's long term business outcomes, leveraging HPE’s portfolio.
• HPE Portfolio Knowledge: Builds and continually updates an understanding of the full portfolio of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers. Guides the team to define a strategic solutions roadmap for the customer and articulate targeted solutions to add value to the client.
• IT Industry Acumen: Builds and maintains up-to-date knowledge of IT industry developments and technology trends with potential impacts to our customers.
• Vertical/Industry Knowledge preferred: Understands industry drivers, trends, best practices, and customer needs. Able to define how HPE adds value in a customer's business and in an industry. Able to articulate value propositions and messaging tailored to the customer's industry and practices.

Managing the Business:

• Business Analysis: Demonstrates mastery at understanding and analyzing customer, competitor, market, country-specific, and financial information. Leverages analytics, sound judgment, and an ability to "see beyond the data" to decide on winning tactics.
• Sales Methodology: Deploys sales methodology to maximize coverage and customer engagement.
• Drives Results: Drives results (pipeline, forecast, revenue, profit) in alignment with the company strategy. Drives sales execution. Maximizes outcome of resources.
• Business and Financial Acumen: Understands how different parts of a business interoperate to produce business outcomes, including financial outcomes. Understands how actions and decisions impact customer, partner, and HPE achievement and KPI's. Understands general business concepts and the economy. Able to interpret financial reports and make relevant conclusions for planning.

Scope and Impact:

• Typically manages employees, resources, or projects across multiple countries and BU’s, dependent on country size and complexity
• Manages moderate to large quotas dependent on country complexity, including operating profit targets.
• Participates in and influences investment, pricing, and resource allocation decisions.
• Can act as a Country Manager
• Typically manages approximately 10 sales representatives. Can manage other sales roles (in addition to sales representatives), and can manage people managers.

Complexity:

• Navigates and manages risks that may impact deals across multiple countries (e.g., country-specific, political, economic, etc.)
• Responsible for complex multi-BU business deals, taking into account P&L impact.

Accountability, Accountability, Active Learning (Inactive), Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

#unitedstates

#sales

Job:

Sales

Job Level:

Manager_2

    

States with Pay Range Requirement

The expected salary/wage range for a U.S.-based hire filling this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. If this is a sales role, then the listed salary range reflects combined base salary and target-level sales compensation pay. If this is a non-sales role, then the listed salary range reflects base salary only. Variable incentives may also be offered. Information about employee benefits offered can be found at https://myhperewards.com/main/new-hire-enrollment.html.

USD Annual Salary: $210,500.00 - $495,000.00

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

   

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories. .